1. Chapter 5 Motivation Theories
Achievement requires effort

2. Chapter Study Questions
What is motivation?
What are the needs theories of motivation?
What is the equity theory of motivation?
What is the expectancy theory of motivation?
What is the goal-setting theory of motivation?
Copyright © 2008 John Wiley & Sons, Inc.

3. What is Motivation?
Motivation refers to the individual forces that account for the level, direction, and persistence of a person’s effort expended at work.
Direction - an individual’s choice when presented with a number of possible alternatives.
Level - the amount of effort a person puts forth.
Persistence - the length of time a person sticks with a given action.
Copyright © 2008 John Wiley & Sons, Inc.

4. What is Motivation? Types of motivation theories. Content theories
Focus on individual needs – that is, physiological or psychological deficiencies that we feel a compulsion to reduce or eliminate
Process theories
Focus on the thought or cognitive processes that take place within the minds of people and that influence their behavior
Copyright © 2008 John Wiley & Sons, Inc.

5. What is Motivation? Motivation Across Cultures
Motivation theories are largely developed from a North American perspective
They are subject to cultural limitations and contingencies
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6. What are the Needs Theories of Motivation ?
Maslow’s Hierarchy of Needs Theory
identifies five levels of individual needs
Assumes that some needs are more important than others and must be satisfied before the other needs can serve as motivators
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7. Figure 5.1 Higher-order and lower-order needs in Maslow’s hierarchy of needs.
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8. What are the Needs Theories of Motivation?
Research fails to support the existence of a precise five-step hierarchy of needs
Some research suggests that higher-order needs tend to become more important than lower-order needs as individuals move up the corporate ladder
Needs vary according to a person’s career stage, the size of the organization and geographic location
Copyright © 2008 John Wiley & Sons, Inc.

9. What are the Needs Theories of Motivation?
ERG theory.
Existence needs.
Desire for physiological and material well-being.
Relatedness needs.
Desire for satisfying interpersonal relationships.
Growth needs.
Desire for continued personal growth and development.
Copyright © 2008 John Wiley & Sons, Inc.

10. What are the Needs Theories of Motivation?
Acquired needs theory.
Need for achievement (nAch).
The desire to do something better or more efficiently, to solve problems, or to master complex tasks.
Need for affiliation (nAff).
The desire to establish and maintain friendly and warm relations with others.
Need for power (nPower).
The desire to control others, to influence their behavior, or to be responsible for others.
Copyright © 2008 John Wiley & Sons, Inc.

11. What are the Needs Theories of Motivation?
Two-Factor Theory
identifies two different factors as primary causes of job satisfaction and job dissatisfaction
Also known as the motivator-hygiene theory
Copyright © 2008 John Wiley & Sons, Inc.

12. What are the Needs Theories of Motivation?
Hygiene factors
Sources of job dissatisfaction associated with job context
Job dissatisfaction results when hygiene factors are poor
Improving the hygiene factors only decreases job dissatisfaction
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13. What are the Needs Theories of Motivation?
Motivator factors
Sources of job satisfaction related to job content
Presence or absence of motivators is the key link to satisfaction
Copyright © 2008 John Wiley & Sons, Inc.

14. Figure 5.2 Sources of dissatisfaction and satisfaction in Herzberg’s two-factor theory.
Copyright © 2008 John Wiley & Sons, Inc.

15. What is the Equity Theory of Motivation?
any perceived inequity becomes a motivating state of mind people are motivated to behave in ways that restore equity in situations
Foundation of equity is social comparison
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16. What is the Equity Theory of Motivation?
Individual Outcomes
Others’ Outcomes
>
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Others’ Efforts
Individual Efforts
Copyright © 2008 John Wiley & Sons, Inc.

17. What is the Equity Theory of Motivation?
Felt negative inequity.
Individual feels he/she has received relatively less than others in proportion to work inputs.
Felt positive inequity.
Individual feels he/she has received relatively more than others in proportion to work inputs.
Copyright © 2008 John Wiley & Sons, Inc.

18. What is the Equity Theory of Motivation?
Equity restoration behaviors.
Change work inputs.
Change the outcomes received.
Leave the situation.
Change the comparison person.
Psychologically distort the comparisons.
Take actions to change the inputs or outputs of the comparison person.
Copyright © 2008 John Wiley & Sons, Inc.

19. What is the Equity Theory of Motivation?
Steps for managing equity dynamics
Recognize that equity comparisons are inevitable in the workplace.
Anticipate felt negative inequities when rewards are given.
Communicate clear evaluations for any rewards given.
Communicate an appraisal of performance on which the reward is based.
Communicate comparison points that are appropriate in the situation
Copyright © 2008 John Wiley & Sons, Inc.

20. What is the Equity Theory of Motivation?
Organizational justice
how fair and equitable people view the practices of their workplace
Procedural justice
degree to which the rules and procedures specified by policies are properly followed in all cases to which they are applied
Copyright © 2008 John Wiley & Sons, Inc.

21. What is the Equity Theory of Motivation?
Distributive justice
degree to which all people are treated the same under a policy, regardless of race, ethnicity, gender, age or any other demographic characteristic
Interactional justice
degree to which the people affected by a decision are treated with dignity and respect
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22. Figure 5.3 Key terms and managerial implications of Vroom’s expectancy theory.
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23. What is the Expectancy Theory of Motivation?
A person’s motivation is a multiplicative function of expectancy, instrumentality, and valence (M = E x I x V).
Copyright © 2008 John Wiley & Sons, Inc.

24. What is the Expectancy Theory of Motivation?
effort will yield acceptable performance
Instrumentality
performance will be rewarded
Valence
value of the rewards is highly positive
Copyright © 2008 John Wiley & Sons, Inc.

25. What is the Expectancy Theory of Motivation?
Motivational implications of expectancy theory.
Motivation is sharply reduced when, expectancy, instrumentality, or valence approach zero.
Motivation is high when expectancy and instrumentality are high and valence is strongly positive.
Copyright © 2008 John Wiley & Sons, Inc.

26. What is the Goal-Setting Theory of Motivation?
the process of developing, negotiating, and formalizing the targets or objectives that a person is responsible for accomplishing
Copyright © 2008 John Wiley & Sons, Inc.

27. What is the Goal-Setting Theory of Motivation?
Goal-Setting Guidelines
Difficult goals are more likely to lead to higher performance than are less difficult ones
Specific goals are more likely to lead to higher performance than are no goals or vague or very general ones
Copyright © 2008 John Wiley & Sons, Inc.

28. What is the Goal-Setting Theory of Motivation?
Goal-Setting Guidelines
Task feedback, or knowledge of results, is likely to motivate people toward higher performance by encouraging the setting of higher performance goals
Goals are most likely to lead to higher performance when people have the abilities and the feelings of self-efficacy required to accomplish
Copyright © 2008 John Wiley & Sons, Inc.

29. What is the Goal-Setting Theory of Motivation?
Goal-Setting Guidelines
Goals are most likely to motivate people toward higher performance when they are accepted and there is commitment to them
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30. What is the Goal-Setting Theory of Motivation?
Management by Objectives
process of joint goal setting between a supervisor and a subordinate
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31. Figure 5.4 How the management by objectives process works.
Copyright © 2008 John Wiley & Sons, Inc.